Enterprise Account Executive - Acquisition

At Datalab, our purpose is to empower businesses to unlock measurable value through data-driven insights and intelligent analytics. We expertly design and implement end-to-end modern data solutions, with Snowflake at the core, complemented by carefully selected data technologies to ensure efficient, cost-effective, and future-ready data ecosystems. By combining innovation and deep expertise, we enable real-time, actionable insights that help organisations become smarter, more agile, and more resilient in an ever-changing digital landscape.

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Cape Town Metropolitan | Johannesburg & Surrounds

As an Account Executive - Acquisition at Datalab, you will be responsible for driving new client acquisition and commercial growth across enterprise and mid-market organisations. You will own the sales process from territory and account planning through prospecting, executive discovery, qualification, solution positioning, proposal development, commercial negotiation, contract signature, and transition into delivery or onboarding.

This is a consultative, value-led, partner-aligned enterprise sales role. Success requires the ability to understand a client's business priorities and technology roadmap, build trusted executive relationships, manage a complex multi-stakeholder sales process, and translate Data & AI opportunities into clear commercial value.

You will work closely with Datalab's commercial, Data & AI, architecture, engineering, and delivery teams, as well as Snowflake, Matillion, Thought Spot, Sigma, and other approved technology or services partners, to develop and close high-quality opportunities.

• Develop and execute a territory and account strategy aligned to Datalab's Ideal Customer Profile (ICP), commercial priorities, target prospect list, and regional growth plan.
• Identify and develop new logo opportunities as well as new buying centres within existing customers, including materially different departments, business units, subsidiaries, geographies, or executive stakeholder groups.
• Research customer context, industry trends, business priorities, trigger events, technology landscape, existing and future data or IT roadmap, and likely areas of commercial relevance.
• Build account maps, stakeholder maps, opportunity hypotheses, and targeted engagement plans that support credible outreach and pipeline creation.
• Collaborate with Datalab marketing, partner teams, and internal stakeholders on campaigns, events, account planning, and other activities designed to create qualified pipeline and revenue opportunities.

• Arrange and lead initial executive and CxO discussions, discovery sessions, and positioning meetings with prospective customers.
• Act as a trusted commercial advisor by understanding the customer's current environment, strategic priorities, business drivers, future roadmap, and decision-making context.
• Translate business, data, analytics, AI, reporting, and platform challenges into clear value hypotheses and relevant Datalab or partner-led solution opportunities.
• Engage credibly with both business and technology stakeholders and adapt the commercial narrative to the priorities of each audience.

• Qualify opportunities using the MEDDPICC framework, including metrics, economic buyer, decision criteria, decision process, pain, paper process, champion, competition, and compelling event where applicable.
• Own qualified opportunities through the full sales process, ensuring clear next steps, stakeholder alignment, decision-path visibility, commercial momentum, and disciplined follow-up.
• Coordinate internal solution, commercial, and technical resources required to progress each opportunity and ensure that customer requirements are clearly understood.
• Maintain accurate CRM records, opportunity stages, qualification evidence, meeting outcomes, next steps, owners, and expected timelines throughout the sales cycle.
• Identify the appropriate Datalab, Data & AI, partner, or service-line path for each qualified opportunity and position the most relevant solution based on customer need.
• Coordinate joint account planning, opportunity alignment, and customer engagement with Snowflake, Matillion, Thought Spot, Sigma, and any other technology or services partners approved by Datalab from time to time.
• Work with Datalab's technical and delivery teams to shape…